Growth Dynamics Get Down

Hey everybody. Charlie Hauk, president, lead trainer, founder of Growth Dynamics. It's another one of those Fast Tip Fridays for you. You know, one of the things I've really enjoyed about being in this business for as long as I have 36 to be 37 years in October, the ideas and the concepts that we share with our clients, they're not scripted. They're not memorize these things.

Symptoms:

Diane returned from the product demo certain that the features and benefits she shared with her prospect had wowed them. The buyer nodded when Diane asked if the product fit into the product categories they offered to their customer base, and everyone else that sat in on the meeting told her how much they liked what she had presented. She felt as good about this call as she had in a long time, but now six weeks later there was still no purchase order and the prospect had gone radio silent. How did their excitement turn into Diane's frustration?

Hey, I want to talk a little bit tactical here today. I've been sharing some stuff on sort of process and personal management, but I want to dip back into the into the tactics pool here for you today, one of the things that we see happening far too often with our clients in the business development realm is that they are not willing to plant their feet on getting something if they give something.

All right, everybody. Charlie Hauck. Good morning, good afternoon. Whenever you're listening to it, it's fine by me, it's Fast Tip Friday time again.

Symptoms:

John's territory involves working with many prospects that ask for samples, demonstrations, proposals, references and all the usual items that buyers want from a vendor. Trying to appear accommodating and professional, John finds himself spending hours of time preparing, writing, setting up or sending all this information that he believes will help "convince" his prospect.

Hey everybody. Sarah Waple here, and I am not here with a mid-week motivation. I am doing a Fast Tip Friday, and this is my tip for this Friday: You need to engage your child-like ego state and do some role-playing before you make that big sales call we talk about all the time—calling and getting your coaching, discussing all the things that can go wrong, going over your discovery card.

Look, I run a pretty large roster of people in our sales training programs—public training, in-house programs, executive coaching, and offering support to those who have been through our programs before. While they’re not active clients, they still reach out asking, “Hey, can I get 10 minutes of your time?”

Today, I wanted to get a little more tactical, especially as I think about the things we're all trying to accomplish—how we're working to advance our careers in business development. I wanted to share something because I keep running into a particular word that drives me crazy when I hear it from clients or prospects who are looking to improve their results.